Communicate with users first and qualify them

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Based on lead data, teams will be able to build personalized communications and communicate only with those who are interested in you. Therefore, any form of lead qualification should include collecting contacts in order to continue further interaction with the user.

After collecting leads, immediately analyze the database and continue interacting with users
The lead base is collected, now you need to set up lead warming to move them to the next stage of the funnel. Both teams can work at this step: marketing and sales.

It is convenient if the site is integrated with a CRM system , collected leads are sent to it. A card with contacts is created in the system. When qualification is carried out on the site, all data is recorded in this card, and you can immediately understand how to move the user further along the funnel.

What types of leads are there:

MQL (Marketing Qualified Lead) is a client with a potential need for a company's product or service. These are the leads that marketing has qualified on landing pages or other acquisition channels. When MQLs enter the CRM system, the sales manager contacts them to confirm the data, find out the problem, and offer a suitable solution.

An MQL may not meet your criteria for a “valuable” lead : their website doesn’t have enough traffic, their budget is too small, or their business is in an inappropriate area. In this case, the sales team may not waste their time working with them and let them move through the funnel themselves.

Leads that have not passed the qualification are sent to warm-up via the self-service funnel and figure out the service themselves without our help. We send such leads letters with useful materials and bonuses, set up a consulting chatbot on the website, but do not call them personally.

Pavel Sokovnin
Pavel Sokovnin
COO Carrot quest
SQL (Sales Qualified Lead) — a lead qualified by the sales team, or a client with a confirmed need and readiness to buy. These are users who meet the criteria of a “valuable” lead. The sales team works with such leads: calls them and selects personal solutions.

How to warm up a lead qualified by the sales team:

1. By phone call. If a person answered the call, it means that he is ready to communicate with you and accept offers. During the call, clarify the data that the user left on the site, confirm the pain and then move him along the funnel.

Our sales managers have a main rule: if you haven’t identified the pain point, don’t give a presentation.

Dmitry Sergeev
Dmitry Sergeev
CEO, Carrot Quest
2. Using a service demonstration . A demo allows you to talk canada email list about the benefits of a product based on the customer's requests, and it is also an opportunity to connect the user with the sales team and collect as much useful information about him as possible.

If the user is not yet ready to view the demo, the manager can send him a letter with the product benefits and the main links for review:

letter to the client Carrot quest
This is the letter that the Carrot quest sales manager sends to a user who is not yet ready to buy
3. Using messengers . If the lead does not answer the call, you can write to him in messengers. If the user is in contact, you can arrange a phone call or ZOOM and then lead him to the purchase. If the client does not answer in the messenger either, then you need to leave him for now and try to contact him in a couple of weeks.

online chat Carrot quest
You can connect your sales team to messengers via the Carrot quest chat . It collects the history of messages from all messengers in one place, and you can control the work of managers.
While the client is interested in you, answer all of his questions on the website, and then promptly connect him with a sales manager. The faster the user gets into sales, the faster he will come to a purchase. The main thing in these steps is to react quickly, to give the user a solution faster than your competitors can do.